About Johnson Controls
Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

What you will do
Under general direction, leads the HVAC Systems sales business by executing account management strategies that facilitate long-term customer relationships with targeted customers to achieve profitability, growth and market penetration.

Plans, forecasts, manage and deliver consistent long-term profitable branch growth. Develops and directs the sales force to be the premier supplier of all HVAC offerings (i.e. HVAC controls, HVAC equipment low voltage technology solutions etc.) across all building types. Develops and directs the owner direct and construction sales force in selling offerings including plan and spec new construction projects, plan and spec retrofit projects, planned service agreements, controls, and mechanical retrofits, O&M;, and labor and materials.

Responsible for bookings growth, expanding relationships and wallet share with our existing customers, growing new business and growing and maintaining recurring service bookings and revenues to achieve organizational objectives. This position will take the lead in growing new customers and accounts by leading the service sales capabilities and delivery in partnership with the sales and delivery team.

Develops and delivers the branch secured service and construction sales and margin plan for all Lines of Business for the assigned geography. Responsible for hiring, coaching,



& developing salespeople consistent with Sales Management Disciplines. Controls selling expenses and manages resources to improve profit position. Establishes and maintains long-term relationships with strategically important Customers to influence opportunities. Sets the standard for professionalism within the sales team, building and maintaining a high-performance team able to grow market share through a commitment to customer satisfaction, quality and an understanding of the business environment and local community. Represents Johnson Controls as local leader for customers, employees and within the community.

Responsible for actualizing account management strategies, sales planning, sales pipeline management, salesperson development/training and sales activity consistent with the JCI Sales Management Disciplines. Personally, establishes and maintains long term customer relationships with select owners, architects, consulting engineers, general contractors, mechanical contractors and electrical contractors to influence opportunities to drive the sales of JCI offerings on new construction and retrofit projects.

The HVAC Sales Manager is skilled at strategic selling in the construction space, understands the key influencers and the construction purchasing process, and develops the selling skills of their sellers. The HVAC Sales Manager is responsible for understanding market potential, key construction projects, represents JCI in construction industry events, and engages above the branch support resources to best position to win.

Coaching:



This role must provide coaching and development of sellers through observed and unobserved calls and create meaningful development goals for your team that help them close gaps and prepare them for future leadership roles in the organization.

Peer Collaboration is essential with HVAC Installation and Service Managers, Fire Installation and Service Managers. Peers will have relationships with customers in the market that will increase the success of the sales team. Peers can also enable increased networking with owners, contractors, and consultants in the market.

How you will do it

Responsible for sales plan achievement of assigned geographic area

Manage the day-to-day high-volume activities of a sales team ensuring JCI meets or exceeds customer and sales goal expectations.

Responsible for top-line growth of revenue as well as meeting growth objectives around gross margin and Segment Income (SINC). Also responsible for meeting plan objectives regarding trade working capital (TWC).

Provide accurate and timely forecasting of sales and the corresponding allocation of sales support resources

Practice performance management by setting clear goals, investing personal time in employee development, actively coaching Ensures adherence to Company policies, procedures, and strategic initiatives regarding human resource management.

Increase market penetration in local business by securing new customers and expanding the scope of the existing customer base with owner, consulting engineers, general contractor, mechanical contractors and electrical contractors. Actively participate in the local community and skilled organizations and maintain an understanding of the business environment (i.e. legislative, purchasing, and market trends).

Ensure the development and maintenance of Account Plans with all keys and target accounts. Ensure the development of new business and demonstrates an understanding of the various channels in the market and how they inter-relate with the Branch business.

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📌 HVAC Service Sales Manager (Ontario)
🏢 Johnson Controls
📍 Ontario